100 Ideas

Carlton's Successful Reseller Secret #9
 

There are numerous hints, trips, and ideas to make your consulting firm more successful, I've listed a few of them here, and I've assigned them to different categories as well. Check the list and see how well you are doing.

Strategic Relationships Sales & Marketing Support Training Facilities Resources & Equipment Image People Billing Rates Existing Customer Base 1 Attend the annual reseller conference 1     1       1     2 Have lunch with your past customers once a year   1 1       1     1 3 Ask customers to complete a survey rating your firm's services             1     1 4 Send everyone to training every year       1       1     5 Conduct a continuous marketing campaign   1         1       6 Hire a full time marketing person (attractive)   1         1       7 Yellow page advertisement   1         1       8 Build relationship with local newspaper and television, be quoted as an expert   1         1       9 Hold seminars   1               1 10 Publish articles   1         1 1     11 Place ads in newspaper   1                 12 Develop relationships with CPAs 1   1       1     1 13 Develop relationships with local computer vendor 1       1 1 1     1 14 Meet one on one with vendor's management 1                   15 Get to work early     1         1     16 Voice mail   1 1       1 1     17 Live receptionist   1 1       1       18 Dedicated telephone support person     1       1       19 Provide sales reps with fast demonstration computers   1       1         20 Provide sales reps with high quality projection systems   1       1         21 Support multiple products, including 1 entry level product             1       22 Luncheon meetings   1         1 1     23 Informative web site   1 1               24 Public speaking   1           1     25 Radio spots   1         1       26 Television spots   1         1       27 Company Logo   1         1       28 High grade business cards   1         1       29 Pamphlet on your firm   1         1       30 Motivate your people             1 1     31 Telemarketing   1                 32 Budget - 5% of revenue   1                 33 Targeted marketing   1                 34 Industry marketing   1                 35 Get involved in an organization   1           1     36 Marketing Alliance (computer dealer, CPA, LAN technician, etc) 1     1 1           37 Pay commissions 1 1                 38 Accounting Software Advisor Leads   1         1       39 Pre-Meeting Homework   1         1 1     40 Fire bad clients                   1 41 Pre-qualify clients before accepting                   1 42 Proposal letters should have empathy, benefits to company, promises of attention   1         1   1   43 Press releases (local papers, magazines, newsletters, etc)   1         1 1     44 Newsletter   1 1 1     1       45 Database of standard letters (templates)   1 1               46 Track all prospects and progress in a CRM tool   1       1         47 Good source for mailing lists   1                 48 The right mix of personnel       1       1     49 Telephone headsets for hands free talking           1         50 Cellular phones           1         51 Hit your existing customer base with new products   1               1 52 Golf Outings 1 1         1 1     53 Chamber of Commerce Alliance 1 1         1 1     54 Become local computer expert to media   1         1 1     55 Phone interview before visiting client   1                 56 Print a Lead's web site out, do back ground before meeting   1                 57 Customize the product before demonstrating   1                 58 Get to the decision maker   1                 59 Ask to tour the client's facility first   1                 60 Don't take a computer to first meeting (keep it in the trunk)   1                 61 Find out where referral came from, investigate source as early as possible   1                 62 Try not to come across as a reseller, try to come across as a business partner   1         1 1     63 Walk away from prospects who see you as a reseller   1         1       64 Be a Microsoft certified solution provider 1   1 1     1       65 Have Microsoft engineers on staff     1       1 1     66 Send your staff to reseller boot camp     1 1       1     67 Provide a brochure on CD   1         1         (Whoops ran out of time, I will add the other ideas next week)                     Resellers Get Listed Today... If you are a reseller and you want to be listed on this web page, you must first pass our tough criteria and due diligence background check. There is a fee involved. Click here to learn more.

- END -